B2B go-to-market strategy, pricing models, ICP development, positioning, and competitive intelligence. Use when planning GTM strategy, setting pricing, defining ICP, or evaluating opportunities."
GTM Pricing provides a structured B2B go-to-market framework focused on defining your ideal customer profile (ICP), crafting positioning statements, setting value-based pricing, and evaluating market opportunities. It guides you through firmographic, technographic, and psychographic ICP scoring, applying the April Dunford positioning canvas, and developing tiered pricing models with clear feature gating. The skill also supports systematic opportunity scoring to identify red flags and prioritize deals based on market, technical, GTM, personal, and economic fit.
This skill is designed for growth leads shaping GTM strategies that align pricing with customer value and market realities. Performance marketers and agency strategists working on B2B product launches or pivots will benefit from its rigorous ICP development and positioning tools. Pricing managers setting tiered, value-based packages also find it useful to balance competitiveness with profitability while preparing sales and marketing collateral.
Start by building your ICP with a scoring system that weighs company size, industry, tech stack, pain points, and budget, ensuring outreach targets the best-fit prospects. Next, develop a positioning statement using the April Dunford framework to clearly articulate your product’s category, benefits, and differentiation from alternatives. Then, establish pricing anchored to quantified value delivered—typically 10 to 20 percent of that value—with tier structures that define Good/Better/Best packages and corresponding feature gates. Finally, score opportunities across multiple fit dimensions to prioritize deals and flag risks before launch, complemented by competitor battle cards and a launch checklist.
How do I quantify the value for pricing? Price at roughly 10–20% of the value your product delivers to the customer, focusing on outcomes rather than costs. What is a strong ICP score? Scores above 80 indicate ideal customers, while those below 40 should generally be passed on. How do I differentiate pricing tiers? Use feature gating and clearly defined capabilities to create Good/Better/Best packages that align with customer needs and willingness to pay.
Attach the GTM Pricing skill to a Metaflow agent task when developing or revising your B2B go-to-market strategy. Expect the agent to assist with ICP scoring, positioning statements, pricing structure recommendations, and opportunity evaluation based on input data. This skill supports decision-making throughout pre-launch planning, competitive analysis, and pricing optimization phases. When integrated, it helps ensure your strategy is grounded in measurable criteria and aligned with market dynamics.
For broader context, see our roundup of claude skills for marketing, and read ultimate guide to Claude marketing skills for related setup guidance.